This is the only book that we know of, that focuses on the end-to-end IT services and outsourcing life cycle. The target audience is anybody that wants to know about the IT services business. The book is a complete seller's and buyer's guide for today's market. Sellers will learn how to do analysis on the target market, form the right ...
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CAIRO BOOKS's Description

This is the only book that we know of, that focuses on the end-to-end IT
services and outsourcing life cycle. The target audience is anybody that wants
to know about the IT services business. The book is a complete seller's and
buyer's guide for today's market. Sellers will learn how to do analysis on the
target market, form the right bid team, partner with relevant influencers and
create unique go to market strategies for finding qualified IT services and
outsourcing deals. Both buyers and sellers will learn how to define appropriate
engagement models, create pricing and financial structures, form well defined
contracts, negotiate effectively, institute transition best practices and
govern the entire program with success. As a testament for its quality, this
book is endorsed via back cover blurbs, advanced praise and foreword by top
leaders of major IT services organization like NASSCOM, International
Association of Outsourcing Professionals (IAOP), Outsourcing Institute (OI);
executives of top IT services companies like Perot Systems, CSC and others; and
analysts from major advisory firms like Black Book of Outsourcing and Ovum
Consulting. Packed with witty anecdotes, insights and lessons for the
practitioner from the authors’ own and other experts’ experience and stellar
trade performance, Dutta and Folden’s work is a vital read for customers,
vendors, advisors and anyone involved in today’s complex IT services and
outsourcing deals.